Strategic Account Executive

IDBS; City of White Plains (NY); Remote; USD 135,000 - 155,000; Full time

Job summary

Join a leading company in life sciences as a Strategic Account Executive. You'll drive customer acquisition and work with major biopharmaceutical organizations, leveraging 8+ years of sales experience and your understanding of R&D challenges. The role offers comprehensive benefits and a remote working environment with frequent travel.

Benefits

Health insurance

Paid time off

401(k)

Flexible remote work arrangements

Qualifications

• Proven track record of closing enterprise SaaS deals (>1M ARR).
• Typically 8+ years of senior sales experience.
• Experience in engaging C-Suite decision makers and complex sales cycles.

Responsibilities

• Drive customer acquisition through SaaS software bookings.
• Collaborate with cross-functional teams to win SaaS business.
• Build relationships and influence strategy for both short-term and long-term growth.

Skills

Closing enterprise SaaS deals

Engaging C-Suite decision makers

Sales strategy execution

Job description

Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics, and biotechnology? At IDBS, one of Danaher's 15+ operating companies, our work saves lives—and we're all united by a shared commitment to innovate for tangible impact.

You'll thrive in a culture of belonging where your unique viewpoint matters. By harnessing Danaher's system of continuous improvement, you help turn ideas into impact—innovating at the speed of life. IDBS helps BioPharma organizations unlock the potential of AI / ML to improve patients' lives. As a trusted long-term partner to 80% of the top 20 global BioPharma companies, IDBS delivers powerful cloud software and services designed to meet the evolving needs of the BioPharma sector.

IDBS, a Danaher company, leverages 35 years of scientific informatics expertise to help organizations design, execute, and orchestrate processes, manage, contextualize, and structure data, and gain valuable insights throughout the product lifecycle, from R&D through manufacturing. Known for its signature IDBS E-WorkBook software, IDBS has extended its flexible, scalable solutions to the IDBS Polar and PIMS cloud platforms to help scientists make smarter decisions with confidence in both GxP and non-GxP environments. Learn about the Danaher Business System which makes everything possible.

The Strategic Account Executive will be responsible for driving customer acquisition through SaaS software bookings and ARR growth across a targeted portfolio of biopharmaceutical, pharmaceutical, and CRO / CDMO accounts.

This role reports to the Senior Director, Global Strategic Accounts, and involves collaborating with cross-functional teams to win SaaS business, helping some of the largest pharmaceutical and CRO / CDMO organizations in the world accelerate their critical milestones across the biopharma lifecycle from research to manufacturing.

This is a remote position, preferably based on the East Coast, with frequent travel to target accounts and customers in North America and EMEA, as well as the IDBS offices in Boston (USA) and Woking (UK).

In this role, you'll:

1. Forge executive relationships and deliver growth in IDBS's key customers and target accounts.
2. Deliver world-class commercial planning and execution aligned with company strategy.
3. Drive in-person engagement with key stakeholders within existing and target accounts.
4. Build relationships and influence strategy for both short-term and long-term growth.
5. Lead cross-functional teams to win and expand customer accounts, acting as the owner of the account strategy.
6. Drive new logo acquisition and ARR expansion in targeted top-tier accounts.
7. Deliver accurate forecasting and on-time delivery of new business bookings.

The essential requirements include:

• Proven track record of closing enterprise SaaS deals (>1M ARR).
• Typically 8+ years of senior sales experience, capable of creating opportunities in complex sales cycles (12-18 months).
• Experience engaging C-Suite decision makers to close multi-million-dollar SaaS deals.
• Track record of meeting sales targets and executing strategic plans.
• Good understanding of R&D or manufacturing challenges in BioPharma and CDMO markets.
• Ability to travel approximately 50% to customer sites.

Preferred experience includes pharmaceutical and life sciences sales, using Challenger sales methodology, and scientific background in relevant fields.

IDBS offers comprehensive benefits, including health insurance, paid time off, 401(k), and flexible remote work arrangements. The salary range is $135,000-$155,000, plus bonus/incentives.

Join us to help solve complex challenges and bring science to life. We are committed to diversity and equal opportunity employment, providing reasonable accommodations for individuals with disabilities.